Tenant Profile: James Hassel

James Hassel’s grandmother, mother and sister were all nurses, so it’s little wonder that pharmaceutical sales caught his eye 11 years ago, when he was considering leaving a manufacturing sales position and exploring other prospects. “I thought pharmaceutical sales would be an interesting career to pursue,” says Hassel, who’s now regional director of sales at Novartis, a world leader in offering medicines to protect health, cure disease and improve well-being. “Unlike most other sales jobs, I’m selling more than just a tangible product. I have the opportunity to help patients live a better life.”

Résumé
Name: James Hassel
Title: Regional Director of Sales
Company: Novartis Pharmaceuticals
Location: Bishop Ranch 8
Number of employees: 750 in the San Ramon Region (10 western states); 12,000 nationwide; 80,000 worldwide
Year company was founded: 1996 (merger between Ciba/Geigy and Sandoz)
Number of years at Bishop Ranch: 10

Company Profile
U.S. Headquarters: East Hanover, N.J.
Global Headquarters: Basel, Switzerland
Business: “We focus on pharmaceutical sales, marketing, research and development.”
Business approach: “We want to discover, develop and successfully market innovative products to cure diseases, ease suffering and enhance the quality of life.”
Biggest challenge: “Bringing innovative medicines to market that are affordable and provide a benefit to patients.”
Biggest risk taken: “Moving my family from the East Coast to the West Coast three years ago when I became the regional director of sales. I was charged with turning around the poorest performing region in the country.”
Favorite task: “Conducting performance reviews with my team and recognizing their achievements throughout the year. I enjoy helping people identify goals and how they can achieve them.”
Least favorite task: “Travel. I don’t like that I’m away from my kids and family a lot.”

Personal Philosophy
Best way to motivate staff: “Catch them doing something right. Let them know you notice it but also how much you appreciate their efforts. You want to reward performance and recognize effort.”
Suggestions for up-and-coming executives: “Surround yourself with outstanding people. The other thing you absolutely must do is constantly get feedback on how you’re doing.”
A goal you still want to achieve: “Professionally, I would like to become a CEO/vice president of a major pharmaceutical company. Personally, I want to coach my kids in sports. I also would like to run a marathon. I admire the commitment it takes.”
Favorite pastime: “Spending time with my family and watching Ohio State football.”
Favorite stress-buster: “Working out.”
Favorite vacation spot: “The Cayman Islands.”
Favorite cause: “Livestrong, Lance Armstrong’s Foundation. I’m a cancer survivor, and I know you have to believe that you’re going to beat cancer. Armstrong’s organization focuses on that belief, and I strongly support it.”

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